This article provides an overview of competitive or distributive negotiation
strategy and integrative or problem solving negotiation strategy, and then
asks: whatfactors determine the strategy that should be selected in a specific
negotiation? The article develops a framework of primary and secondary
factors that can influence each side in choosing a negotiation strategy. This
list may be ofsome value to negotiation researchers, but also offers guidance
to assist the legal negotiator to engage their client in a discussion so that they
are able to make this fundamental decision on strategy together. This
guidance can also assist the legal negotiator in preparing for the negotiation
strategy that will be selected by the other side.